Less cluttered collateral means more convenience and a smoother sales process, all wrapped up in a simple and slick interface. Learn more: http://www.showcaseworkshop.com

1. How Orica Cleaned Up with Showcase.

2. This case study is issued by Showcase Software Limited and may not be reproduced in whole or in part
without prior written consent from Showcase. The information contained in this case study is correct at time
of publication. The details may be subject to change without notification. Orica and the Orica logo are the
property of Orica Limited, Australia. Showcase Software Limited 2015. www.showcaseworkshop.com
Less cluttered collateral means more
convenience and a smoother sales process, all
wrapped up in a simple and slick interface.
With hundreds of different product information sheets and test procedure manuals, Craig
Ayres, Market Manager - Food and Beverage for Orica Chemicals New Zealand, never knew
which materials he should bring to a sales meeting. Customers could ask anything from
‘Which chemicals should I use for our meat processing facility’ to ‘Why should I consider buying
your latest piece of chemical dosing equipment?’
Preparing for the Unknown
“You just never knew what questions the prospect would ask,” explains Ayres.
Keeping printed materials for Orica’s entire line of products on hand was impossible. So, when
a client asked for a specific brochure, they would have to wait until Ayres could return to his
office (sometimes up to three days later) to locate, print and mail the material.
“That delay in the sales cycle always
caused a bit of anxiety,” he recalls. “While
they were waiting, they could change
their mind, or they could speak to a
competitor.”
What materials he did bring to sales
presentations could get wet, left behind
accidentally, or could just be the wrong
materials for the prospect’s needs. In
short, Ayres had to devote a portion
of his mental bandwidth to managing
documents, rather than making sales.
A Deceptively Simple Solution
When he found Showcase, Ayres recognized immediately how it could help him be more
efficient. He has all his materials with him at all times, so he can answer prospects’ questions
immediately; “Now, I can email prospects any materials they request, without interrupting our
meeting, or having to remember later.” That convenience underscore’s Ayres’s experience
with Showcase; “It was really easy for us to move all of the materials Orica provides onto our
Showcase workshop’s content library.”

3. “As soon as we saw Showcase,
we knew that we needed it, and
we signed up.”
Faster, More Creative Launch
To get started even faster, Ayres used Showcase’s sister-service, Stun, which delivers
integrated presentation design on demand. “I’m not a designer, so I was glad to have Stun’s
support creating our Showcase. They made the whole process simple. We told them what we
wanted, and they gave us the final presentation in less than a week. I was quite impressed by
how quickly they turned it around. Most importantly, their work complements our professional,
organized image which is essential to making a good impression.”
So far, Ayres and his team have been pleased with Showcase. They don’t have to lug around a
bunch of sales materials, they can spend more time meeting with clients, and they can ensure
that their clients always have the materials that they request. “No one calls asking for a second
copy of a brochure any more.”
Ayres has shown Showcase to his peers in other departments of Orica. “They’re impressed with
what they’ve seen,” he says. “We’re a small part of Orica, a ‘trial market’ for the app. Based on
our early success, there’s potential for introducing Showcase to other parts of the business.”
This case study is issued by Showcase Software Limited and may not be reproduced in whole or in part
without prior written consent from Showcase. The information contained in this case study is correct at time
of publication. The details may be subject to change without notification. Orica and the Orica logo are the
property of Orica Limited, Australia. Showcase Software Limited 2015. www.showcaseworkshop.com